| Prospecting and Lead Generation | - Identify prospective customers using industry tools (ZoomInfo, Apollo, Lusha, LinkedIn Sales Navigator).
- Execute cold calling, email sequencing, and outbound messaging strategies.
- Qualify inbound leads from landing pages, AI chat, or marketing funnels.
- Build prospect lists through scraping tools, databases, and networking.
- Apply multi-channel outreach (phone, SMS, email, social).
- Leverage sales automations to increase outreach volume.
- Track activity metrics: calls, connections, demos set, and conversion ratios.
- Use value-based messaging to open conversations with prospects.
| 25% | 15 |
| Customer Research and Qualification | - Research customer personas, industry trends, and business pain points.
- Apply technical qualification frameworks (BANT, MEDDIC, SPIN, GPCT).
- Identify decision makers vs. influencers in complex organizations.
- Determine tech stack, budget constraints, and adoption readiness.
- Assess customer’s business challenges and technical needs.
- Document qualification notes in CRM with accuracy and clarity.
- Score leads based on fit, urgency, and potential revenue impact.
| 15% | 9 |
| Rapport Building and Customer-Centric Communication | - Build trust using tone, clarity, and technical understanding.
- Use active listening to capture customer needs and concerns.
- Customize demos or product explanations based on customer pain points.
- Translate technical features into business value and ROI.
- Establish rapport through empathy, professionalism, and relevance.
- Conduct discovery calls with structured questioning.
- Maintain consistent communication throughout the sales cycle.
| 15% | 9 |
| Objection Handling, Rebuttals and Closing Skills | - Identify common objections (price, timing, internal approval, tech compatibility).
- Use structured rebuttal frameworks (Feel–Felt–Found, LAER, SPIN).
- Present competitive differentiators clearly and accurately.
- Validate customer concerns and reframe objections in their favor.
- Deliver compelling closing statements aligned to customer ROI.
- Guide the customer through decision points with confidence.
- Negotiate terms without compromising value or credibility.
- Ask for the sale directly and professionally.
| 25% | 15 |
| Follow-Up, Pipeline Management and Customer Nurturing | - Maintain active follow-ups using reminders, email automation, and sequencing.
- Track deal stages inside CRM pipelines.
- Provide value-based check-ins during long sales cycles.
- Update pipeline metrics and close dates for forecasting.
- Nurture colder leads with educational or value-based resources.
- Conduct post-sale follow-up to encourage retention, upsells, or referrals.
| 10% | 6 |
| CRM, Sales Tools & Productivity Software | - Use CRM systems (Salesforce, HubSpot, Zoho) to track leads and deals.
- Log calls, notes, demos, and follow-ups accurately.
- Use lead scoring systems and tagging tools.
- Operate AI-supported sales assistants and productivity tools.
- Generate reports for activity tracking and conversion performance.
- Use calendar booking tools (Calendly, HubSpot) and email templates.
- Interpret analytics and pipeline dashboards.
| 10% | 6 |
